Class description
The competition is tough and reducing the price is NOT an acceptable plan for success. Join us at WebSphere Competitive Top Gun and learn the best strategies for beating the competition. This face-to-face class builds on the product basics delivered in IBM TGVL: WebSphere Product Basics and the solution / competitive knowledge built in IBM TGVL: WebSphere Solutions & Competitive Selling. This class is highly-interactive with a minimal use of charts; success in the class will require attendee preparation and 100% participation. Leave the class prepared to engage and beat the competition!
Duration
Audience
This class is intended for experienced sellers who have a basic knowledge of the WebSphere products, WebSphere Solutions and the competition.
Objectives
- Know the Competitive Strengths, Weaknesses, Tactics and Best IBM Responses to win against competition
- Be able to Handle BPM Connectivity, Open Source and Application Server Competitive Objections
- Be able to Set Your Own Competitive Landmines for Oracle/BEA, Pega, Open Source, Software AG,TIBCO and SAP
- Know how to leverage IBM Resources to maximize your sales efforts and truly utilize Team IBM
Prerequisites
There are five prerequisites:
- A basic knowledge of the WebSphere products is required. This knowledge can be acquired in IBM TGVL: WebSphere Product Basics. Knowledge about WebSphere solutions and competitors is required and can be obtained in IBM TGVL: WebSphere Solutions & Competitive Selling. The information from these virtual classes will NOT be repeated in WebSphere Competitive Top Gun.
- Student has at least two years of experience selling WebSphere or WebSphere competitive software.
- Attendance is with management approval only.
- A documented Competitive Sales Opportunity that you are actively working.
- Competitive Research on the three competitors you compete against most often.
Agenda - Sample Topics
Interactive exercises on competing with (depending on geography):
- Oracle
- Pega
- Open Source (JBoss)
- TIBCO
- SAP
- SoftwareAG
- Lobby exercise where you play the role of the competitor
- Cross Selling
- Tools/Pricing Discussion
- Executive Perspective
Schedule/enrollments
Click on the date below to enroll in a future class:
Student quotes
"I learned a lot about how the competition is doing business and how I can bring value against them." WebSphere Sales Specialist (Switzerland)
"A good combination of sales execution and product training." WebSphere Sales Specialist (Australia)
"I loved the interactive way of giving out content." SWITA (Slovenia)
"Learning activities were enjoyable and stimulated better learning. Very knowledgeable teach team." WS Tech Sales Manager (South Africa)
"Love the format - great way to learn and stay motivated through long days." WebSphere Sales Specialist (UK)
"I loved this course format. Probably the best education session in my 30 year career!" WebSphere Sales Specialist (Italy)
